Sales outsourcing is the most efficient and effective way to increase revenue. Sales are the conduit that takes your products and services to the market. Traditionally, companies have relied on in-house B2B sales teams. Meaning, the leadership team has been responsible for sales training, the implementation of systems and tools, and ongoing oversight. Before remote work was an option, an in-house hands-on sales team made sense. As remote workers integrate seamlessly and sales technology becomes both more insightful and powerful, today’s businesses are discovering the advantages of sales outsourcing.

What Is Sales Outsourcing?

Outsourcing your B2B sales team involves hiring a third-party partner to create the sales strategy, hire and build the team, launch the tools, and remain agile along the way. The team should operate as a fluid extension of your business. Strategically outsourcing sales is becoming the golden standard, and when done correctly, it can increase both your top-line and bottom-line revenue.

sales meeting

8 Advantages Of An Outsourced B2B Sales Team

Sales are to businesses as water is to humans. Your business has a sales quota it needs to meet scale, and when talking about valuation — sales account for over half of company value.

1. Immediate Sales and Marketing Infrastructure

It takes an average of three to nine months to get a new sales rep up to speed and producing revenue. That’s the estimate if your sales software, tools, and systems are already in place. Since the average salesperson stays in a position for two and a half years, hiring and training sales reps turns into a regular obligation. Sales outsourcing can bring results faster and sustain those results for the long-term. During their first 6 months with JumpCrew, a leading social media platform saw an 80% increase in weekly revenue—and still growing.

Sales solution providers have expertise in all parts of the sales process. They have professionals who run and manage cutting-edge digital sales and marketing tools every day. This means you spend less time and money figuring out what works (and what doesn’t). Your team is free to focus on growing accounts and scaling your business.

Outsourcing eliminates the time and expense of recruiting and hiring an in-house sales team. A dedicated B2B sales provider mitigates the impact of sales rep turnover with their in-house recruitment team and onboarding program.

2. Target New or Underserved Markets

Having enough salespeople to cover the total addressable market is a common problem for companies regardless of size. Outsourced partners can provide a B2B sales team at a lower cost than if you were to hire in-house. This calculation is taking into consideration the cost of: tools and infrastructure, hiring and training, management overhead, spiffs and bonuses, insurance and benefits. Also, companies can use an outsourced team to test new markets before rolling the strategy out to the larger team – saving even more money.

Some outsourced companies, like JumpCrew, use an industry verticalization approach to selling. Each rep focuses their energy and expertise on one market, allowing for quick scalability. Verticalization creates an agile salesforce with intimate knowledge of their target industry.

3. Greater Control of the Sales Process

Some executives resist outsourcing because it can seem like a loss of control. However, the reality is often the exact opposite.

Adequately controlling the sales process and achieving target conversion ratios requires a team of experts collaborating and constantly optimizing, improving, and refining the sales process.

This includes:

  • Recruiting the right talent
  • Thoughtfully building compensation packages and SPIFs (B2B sales team performance incentive funds)
  • Building and delivering effective sales training
  • Monitoring sales metrics and activity KPIs
  • Providing the sales team appropriate support, leadership, and career pathing
  • Continually refining the sales process for maximum results

If these aren’t core competencies at your company, then by engaging a specialized, outsourced sales management team, you will effectively gain control.

4. Sales and Marketing Alignment

Agencies like ours that specialize in B2B sales and marketing services have done it all before. You gain access to a blended team of sales and marketing experts who have experience selling multiple solutions with diverse sales processes and sales cycles.

As you probably know, having an outstanding in-house B2B sales team and top-notch marketing department doesn’t guarantee they will work together effectively. With outsourced sales and marketing, you inherit a team on the cutting edge of marketing and sales methodology who have already worked together on successful projects and are experienced with the type of collaboration necessary to execute successful campaigns. They’ve had time to optimize their practices, so you don’t have to use your time to catch up.

5. Support New Product or Service Roll-Out

Outsourced sales can provide a solution for a new product launch or service roll-out, a periodic or temporary need that would overwhelm current staff or require additional hires to fully execute.

Having a professional team already operating at peak efficiency and able to step in at any stage of development reduces the time you need to launch special or periodic campaigns.

6. Process Improvement and Scalability

The benefits of dedicated sales and marketing experts are most visible in two areas: process improvement and scalability. With greater control comes deeper process insight. The right team will gain a comprehensive understanding of your sales funnel and timeline. If your product isn’t meeting the needs of your target market, your outsourced sales team should pick up on it and relay the findings.

In this case, both companies will revisit the buyer persona, or pivot the sales pitch as well as modify the marketing collateral. Sales experts have the best ideas on improving processes that yield increased efficiency after they’ve worked through the initial processes, prospects, and sales funnels. This fresh feedback from industry experts supports accelerated and sustainable growth.

7. Lower Costs and Improve Profitability

Outsourcing saves money, often dramatically. With an outsourced B2B sales team, you eliminate the need for additional office space and potentially a management layer. Expanding offices and hiring sales reps to grow your business is costly. Once you’re up and running, operational inefficiencies like sales rep attrition or competency gaps will impact your bottom line. Instead, fill those new sales roles with proven sales experts with their own infrastructure and support.

An outsourced sales team has their technology stack fully deployed and arrives thoroughly trained on all systems. Your business benefits from economies of scale and continually evolving processes. Working with JumpCrew can save you 64% of the overall cost of building and maintaining an in-house sales team.

8. Sales Culture

Outsourcing ensures access to top-notch, experienced professionals. In an increasingly competitive economy, outsourcing your sales team accelerates the shift to a more sales driven culture.

JumpCrew, an outsourced sales specialist, can help you take advantage of every possible revenue stream, including up-sells and cross-sells where available. While your management team may initially focus on the cost savings of outsourcing, as you see results, the question will quickly become, “how can we drive even more?”

A Scalable Sales Solution

JumpCrew takes care of all of these critical items because we’re focused on one thing: selling. Our goal is to increase sales velocity while materially reducing your cost of sale. Outsourcing is more efficient, cost-effective, and provides more data than building an internal team. Finding the right outsourcing company is vital to your success.

The company you choose should evaluate your processes while providing recommendations on where and how to improve infrastructure, process, and workflows. With outsourced sales, you can generate new revenue, save on training and infrastructure, and free your employees to focus on perfecting the company’s product or service.

sales scale

This post is part of a full-guide on sales outsourcing. If you’re interested in downloading the guide, click here.